We’d all agree that one of the fastest ways to grow your network in a city like Tokyo is by attending events.
But here’s the thing most people don’t realize: every event you attend is actually costing you a lot of time, energy (and money if you are on a business trip). So instead of treating it as just “something to do,” why not approach it as a strategic business channel… and master it?
Too often, I see people go to an event, passively listen to a talk, chat with two or three people, and leave. That’s fine, but let’s be honest, you can get 10x more value out of that room, if you do it right.
In this article, I will share the practices learnt attending 1000+ events in more than 20 countries over my last 13 years of business, with a specific focus on Tokyo and Japan’s unique business culture.
This approach has helped me build deep relationships with future clients, partners, and collaborators. It’s also a powerful branding move—“you’re everywhere,” “you’re so connected,” “you must have an amazing network in Japan, right?” These aren’t compliments, they’re business signals. Signals that position you as someone worth knowing.
And no, it’s not about ego or fame (leave that to others). It’s about being visible for what you stand for, so that the right people find you, trust you, and want to work with you.
This is practical guide, sharing what to do (and not to do) at every stage of the “event journey”.
Let’s get started!
1. Before the event
Most people decide to attend an event last-minute. That’s fine if you’re there for the vibe, but not if you’re there for results.
If you want to make every event count, do this before you even walk in:
- Research the guest list if available. Are there 2–3 people you’d like to meet? Look them up and prep your intro. You can even connect on Linkedin in advance if their profile is visible. No shame to do that, it can actually be a great icebreaker and the person will feel flattered, not stalked.
- Set a clear goal: Do you want to meet 3 potential partners? Soft-scout investors? Test your pitch? Know what success looks like.
- Craft a tight self-introduction: In Japan, intros matter. Know how to say who you are, what you do, and what you’re currently focused on, in 15 seconds. Write it in your phone, and prepare a Japanese version too. I’ve joined events where hardly anyone spoke English—this little note saved me more than once.
- Prepare your digital tools: Is your LinkedIn updated? Do you have a QR code to your pitch deck or website?
Pro tip: if the event is a big one, like the startup fairs I mentioned in this article, it’s also great to post on Linkedin that you are going and what you are looking for: it will make you visible and grow your personal brand instantly.
Treat the event like a meeting with 30 people. Show up knowing your intention.
2. When you arrive
This is where most people go passive. They wait to be spoken to. That’s not how it works.
When you arrive:
- Don’t rush to the corner or grab your drink and wait. Instead, position yourself near areas with flow: entry points, coffee tables, or wherever groups are forming.
- Smile, make eye contact, and look open, body language speaks first.
- It’s a networking event, don’t overthink it: just approach anyone who looks open to talk and say with a smile: “Hi, my name is [your name], nice to meet you”. It always works.
- If you recognize someone from Linkedin, or a past event: reintroduce yourself. People forget. Don’t take it personally, just re-engage.
- Introduce someone else. This is an underrated superpower. If you know two people in the room, connect them. You’ll instantly be remembered as a connector.
3. During panel talks
If there’s a panel or keynote, most people sit back, scroll, and wait for it to end. That’s a missed opportunity.
Here’s how to make the panel work for you:
- Take notes on speaker quotes you actually respect or disagree with, it gives you real material to spark conversations later.
- Chit chat with the person sitting next to you. Do not engage in a real chat, but feel free to share a 2-3 word comment on what the panelists say, it will help you start a deeper conversation with your neighbor whenever there is a break or when the panel is over.
- Ask a good question. Not a long one, not a self-promo pitch, just one thoughtful question that shows you understand the topic. It instantly makes you visible.
- Mention the panel in conversation: “I liked what XX said about XYZ—what did you think?” It’s an easy opener.
4. During networking session
This is the main event. Don’t wing it.
- Talk to people standing alone. Never assume you will bother them, they came here for it. They’re usually grateful someone broke the ice.
- Use names and repeat them—it helps you remember and makes the interaction feel personal.
- Ask curious and “give first” questions like:
- “What are you building these days?”
- “What brought you to this event?”
- “What would be a helpful intro for you right now?”
- Keep convos short and sharp: If it clicks, ask to continue later over coffee or email. Don’t drag it out.
- Offer value before asking for anything. This is key in Japan, be helpful, be generous, and trust builds fast.
Bonus move: if someone impressed you, say it. A compliment (not flattery) can turn into a connection.
5. After the event: followups
You’d be shocked how many people have great conversations… and never follow up. Yes it takes an extra effort, but skipping it can make all your previous actions worthless.
Here’s your checklist:
- Send a quick message (LinkedIn, email) within 24 hours:
“Great chatting at [event name]. Would love to continue that conversation about [topic]. How about setting a 30-min video call or coffee meeting? My next availabilities are X, Y or Z.” - If you promised something, like a deck or intro, send it. Fast.
- Reflect: What worked? What didn’t? Did you meet your goal?
- Log key contacts somewhere. Your brain won’t remember next month. Personally I am scanning business cards on an app called BizConnect, then exporting all data and managing network on Airtable.
Pro tip: take a few pictures of the event, the panel, a few selfies with attendees you talked too, and make a wrap-up Linkedin post to show you are active and present in Tokyo ecosystem.
In Tokyo, consistency is king. A simple follow-up can set you apart, most people don’t do it.
Events in Tokyo are everywhere, but very few people are using them to build meaningful business outcomes. This isn’t about collecting business cards or “looking active.” It’s about building a strategic presence in the ecosystem, one conversation at a time.
Master this playbook, and don’t be surprised when people start saying:
“You’re everywhere.”
“You seem to know everyone.”
“You’ve got such a strong network in Japan.”
That’s not luck. That’s strategy.
Time to go own the room.
P.S: I must recommend you my most precious book ever read about being better at making connections: How To Talk To Absolutely Anyone: Confident Communication for Work, Life and Relationships, by Mark Rhodes, with practical exercises after each chapter—designed to help you apply the strategies in real-life situations and improve your networking game daily.
Amazon link: https://www.amazon.com/Talk-Absolutely-Anyone-Communication-Relationships/dp/0857087452 )
Have fun!
